It’s kind of nostalgic to listen to car salespeople talk with customers on the phone, either in live calls or when leaving voicemails, and hear language that I was taught...
Anyone who is familiar with what I teach, or has been exposed to my training for any length of time, knows how I feel about trial closes. Having been associated...
Most people are uncomfortable initiating a big purchase, especially a car. No matter how much research they've done before coming to your lot, most customers are shy to start, afraid...
EASTON — From the beginning, it was a match made in Ford heaven.
At the end of 2019, following a strong December run, Preston Ford — a Ford dealership nestled just...
Much has been made of working with Millennials in the F&I office. Hundreds of articles and blogs analyze the most effective ways to engage and sell to them. But many...
Today, most dealers spend heavily on purchased media—both traditional and digital—not because they want to, but because they have no other way to reach consumers.
Imagine if you knew every household...
Wait time is a perceptual thing. Depending on many factors, time can either stretch or contract. When creating your dealership’s waiting room, you want to make customers feel like time...
Data is one of the most powerful tools for automotive marketers. But, given the sheer volume and availability of data, it also can be one of the most intimidating. Data...
Conflict among people is a tale as old as time. Much like any other business collective, automotive retailers can become gossip factories or feel like a battle ground where arguments...